What should a manager review before meeting with a sales representative?

In preparing for a meeting with a sales representative, it is essential for a manager to review the purchase order (P.O.) plan, minimum advertised pricing (MAP), and sales objectives. This information is critical as it provides a clear framework for the discussion.

The P.O. plan outlines the inventory and purchasing strategies that align with anticipated sales, ensuring that the meeting is focused on relevant inventory capacities and supplier capabilities. Understanding the MAP is vital because it helps maintain brand integrity and pricing consistency in the market, which is pivotal when discussing promotional strategies with the sales representative. Additionally, having defined sales objectives allows the manager to set clear targets and expectations for the sales representative, facilitating a more productive and goal-oriented conversation.

By concentrating on these elements, the manager can effectively assess whether the representative's strategies are aligned with the overall business goals and make informed decisions that enhance sales performance. This preparation enhances the likelihood of a successful partnership with the sales representative, ensuring that marketing efforts are also synchronized with inventory management and sales strategies.